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Sales Coaching
Business Need Selling
Business Selling Foundations
Business Selling Foundations
Curriculum
4 Sections
17 Lessons
4 Weeks
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Day 1
5
1.1
Sales Professional Overview (types of positions), Why Sales, Income Potential
1.2
Business Impact Selling (People, Processes, and Profit)
1.3
Backing Into Success and Problem Product Analysis
1.4
Psychology of the Prospect (Industry Targets and Title) – what matters to them?
1.5
Review and Practice – Day 1
10 Minutes
0 Questions
Day 2
6
2.1
Postured Prospecting – Activity Bell Curve, Posturing and Confidence with gatekeepers and decision makers, Script Structuring and Delivery, Writing Effective Emails, Pipeline Management
2.2
Phone Prospecting
2.3
In-Person Prospecting
2.4
Other Prospecting Sources
2.5
Prospecting Cadences and Sequences
2.6
Review and Practice – Day 2
10 Minutes
0 Questions
Day 3
5
3.1
Psychology of the Script
3.2
Keys to Discovery
3.3
The Power of Questions
3.4
Hook Questions
3.5
Review and Practice – Day 3
10 Minutes
0 Questions
Day 4
5
4.1
Practical Closing
4.2
Follow-up Techniques
4.3
Objections and Rebuttals
4.4
Review and Practice- Day 4
10 Minutes
0 Questions
4.5
Conclusion and Next Steps
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